Deck 11: Negotiator Cognition

Question 1

Assuming that one's interests conflict directly with those of the other side without attempting to find points of initial agreement constitutes which error?

A)Reactive devaluation
B)The mythical fixed pie
C)Escalation of conflict
D)Self-serving bias

Answer 1

B

Question 2

The fixed-pie assumption can lead two sides who want the same outcome to settle on a different outcome.

Answer 2

True

Question 3

An extreme offer made by one side:

A)Increases the likelihood of a better deal for the side that makes the offer.
B)Increases the likelihood of reaching an impasse.
C)Will have less influence if the other side has a good sense of the bargaining zone.
D)All of the above.

Answer 3

D

Question 4

Creating anchors that lead negotiators toward a positive frame may cause these negotiators to:

A)Reactively devalue given offers.
B)Put more emphasis on value creation.
C)Make more concessions.
D)Reach an avoidable impasse.

Question 5

How did research show that the different definitions of a fair outcome made by the two sides of a negotiation constitute a real bias in judgment and not merely strategic behavior (such as trying to influence a judge or the other side)?

Question 6

__________ of conflict in negotiation can occur because the each party is focused too much on winning and less on reaching an agreement.

Question 7

When different parties to a social dilemma openly discuss the issues,this causes:

A)A decrease in the magnitude of self-serving biases.
B)Escalation of conflict.
C)A decrease in the effect of the affect heuristic.
D)A decrease in the width of the positive bargaining zone.

Question 8

When one's counterpart has a negative frame in a negotiation,it is better to advise that counterpart that he or she is adopting a ___________ strategy.

Question 9

What is characteristic of negotiator's definitions of fair outcomes?

Question 10

When a negotiator is "reactively devaluing" an offer,he or she likes this offer less because:

Question 11

Focusing on one's own alternatives and objectives makes one resilient to the effect of the opponent's _________ _________.

Question 12

The high number of cars travelling the roads and polluting the air constitutes a social dilemma.What are the conflicting interests an individual has in this situation?

Question 13

Jill and Jeff are married,with two children.Jill works at an ad agency.She works five days a week,from 9am to 5:30pm and earns $90,000 a year.Jeff works as a computer technician.His work usually entails fixing problems at clients' houses,often during the weekend.He earns about $60,000 a year.
Debbie and Dave are also married,with two children.Both work as consultants for IT firms.They typically work five days a week,from 8am to 6pm,with occasional work during the weekends.They earn $80,000 each.
Both couples are trying to work out a way to spend more time with their children.Which couple is likely to display more self-serving biases in arguing that the other spouse is not doing enough,and why?

Question 14

How do anchors affect judgments of experts in negotiations?

A)The effect of anchors is eliminated by expertise.
B)The effect of anchors is significantly reduced,but not eliminated.
C)The effect of anchors remains strong even for experts.
D)The effect of anchors is even stronger for experts than it is for non-experts.

Question 15

The fixed-pie assumption makes the value claiming component of negotiation too salient.

Question 16

Because they are risk-averse,negotiators in final-offer arbitrations tend to believe that the chance of their final offers to be accepted is lower than it actually is.

Question 17

Adding multiple parties and more perspectives to a negotiation situation helps to reduce self-serving biases of the negotiating parties.

Question 18

When meeting separately with each side to a negotiation,what two things can mediators to increase the chances of agreement? Why do they work?

Question 19

The fixed-pie assumption leads negotiators to interpret most situations as:

A)Overly risky
B)Win-lose
C)Integrative
D)Unfair